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accessories, belt buckles, Western shirts, bolo ties, leather products, and Western jewelry.” But after 30 years, how does
a wholesaler keep current? Mottsman says it pays to be responsive. “We are on top of trends, and we’re fl exible, so we’re able to make changes to adapt to changing circumstanc- es, like changes in the economy,” he says. “One of our strengths is that we are very receptive to our customers. We are open to suggestions to learn things about the business.” It also pays to do what you
hats, and jewelry.” And Western Express con-
do best. “We’re in a niche mar- ket, and we try to stay in that niche,” says Mottsman. “We try to add lot of variety.” For ex- ample, Western Express, based in Bridgeville, PA, stays on top of the trending products and brings new ones to market in hot categories. “Hats and hat acces- sories are the biggest items now,” says Mottsman. “Belts and belt buckles are very big, too.” And so what new products is he excited about? “New leather products,
tinues to search for the next hot item. “We’re always looking for new products, mostly Western merchandise. We try to respond to customer requests,” Motts- man says. And those customers run the gamut, from Western and farm stores to Halloween and party stores. “A large per- centage of our business is gift stores,” Mottsman notes. And the company also sells to spe- cial event planners and fl ea market vendors. Mottsman is a 100 percent
wholesaler, not a retailer. To get the point across, the company requires a $100 minimum pur-
continued on page 82
80 November 2010
is Now INDEPENDENTRETAILER
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